When negotiating, what should be separated from the problem?

In the context of negotiation, separating people from the problem is crucial for achieving a constructive and successful outcome. This principle emphasizes the importance of maintaining a clear distinction between the individuals involved in the negotiation and the substantive issues at hand. By focusing on the problem rather than personal emotions or conflicts, negotiators can foster a more collaborative environment.

This approach allows each party to express their needs and concerns without feeling personally attacked or blamed, which can lead to defensiveness or hostility. It promotes effective communication and understanding, enabling negotiators to work toward a mutually beneficial resolution. When emotions are set aside, the discussion can center on interests and options, ultimately enhancing problem-solving and cooperation.

In contrast, personal interests, financial gains, and time constraints are all elements that often need to be discussed and negotiated, but the primary focus of separating people from the problem is to create a safe and constructive atmosphere to address those elements effectively.